We will go together through a journey on how we can build a competitive startup. We are going to explore together the different stages we need to cover to reach a competitive startup. Due to the available time of the workshop, we will not be able to go deeper, we will just try to identify what we need to do. Our real Objective is how to reach Competitiveness. Through the Commercializing of technologies (ideas) which creates wealth for Individuals and Nations.

1. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup

2. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
What we will do in this
workshop?2
We will go together through a journey
on how we can build a competitive startup.
We are going to explore together the different stages we
need to cover to reach a competitive startup.
Due to the available time of the workshop, we will not be
able to go deeper, we will just try to identify what we
need to do.
Setting Expectations…

3. 3
Our real Objective is how to
reach Competitiveness
Through the
Commercializing
technologies (ideas) which
creates wealth for

4. Lets Agree together about some
terms

5. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
What’s A Company?
A business organization which sells a
product or service in exchange for
revenue and profit
5

6. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
How Are Companies
Organized?
Companies are organized around
Business Models
6

7. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
What’s a Business Model?
A business model describes all the parts of
the company necessary to make money
7

8. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
What About My Technology?
Your technology is one of the many critical
pieces necessary to build a company.
It is part of the “Value Proposition”
8
Customers don’t care about your
technology
They are trying to solve a problem

9. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
What’s A Startup?
A startup is a temporary organization
designed to search for a repeatable and
scalable business model
9

10. Know, Lets
Start our Discovery
Journey
How to Build A
Startup?

11. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
How to Build A Startup
 Idea
 Business Model
 Size Opportunity
 Customer Development
11

12. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
Process of Build A Startup
Idea
Size of the
Opportunity
Business
Model(s)
Customer
Discovery
Customer
Validation
Business
Model(s)
Size of the
Opportunity

13. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
Lets Start with the Business
Model
Idea
Business
Model(s)
Size of the
Opportunity
Customer
Discovery
Customer
Validation

14. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
what are those parts? what
parts is a business model
composed of?

15. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
building
blocks

16. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
CUSTOMER SEGMENTS
images by JAM

17. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
VALUE PROPOSITIONS
images by JAM

18. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
CHANNELS
images by JAM

19. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
CUSTOMER RELATIONSHIPS
images by JAM

20. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
REVENUE STREAMS
images by JAM

21. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
KEY RESOURCES
images by JAM

22. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
KEY ACTIVITIES
images by JAM

23. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
KEY PARTNERS
images by JAM

24. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
COST STRUCTURE
images by JAM

25. images by JAM
customer
segments
key
partners
cost
structure
revenue
streams
channels
customer
relationships
key
activities
key
resources
value proposition

26. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
Business
Model Canvas

27. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
to describe, challenge,
design, and invent
business models more
systematically

28. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
Business Model Canvas
building
block
building
block
building
block
building
block
building
block
building
block
building
block
building
block
building
block
building
block
building
blockbuilding
block
building
block
building
block

29. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup 29
Nespresso
machines
Nespresso
.com
1 x
machine
sales
distribution
channels
coffee
production
facilites
B2C
distribution
production
Nespresso
club
Nespresso
pods

30. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
what is the most powerful about
Business Model Canvas?
using a shared language, with the
ability to continuously revisit,
update and enhance in a spiral
manner.

31. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
Lets have a deeper look on
Customer Development
Idea
Business
Model(s)
Size of the
Opportunity
Customer
Discovery
Customer
Validation

32. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
Customer Development
 Get Out of the Building and Search
for the Business Model
You Have Your Idea and initial Business Model

33. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
The Customer Development
Process
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building

34. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
The Minimum Viable Product
(MVP)
•Smallest feature set that gets you the most …
- orders, learning, feedback, failure…
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building

35. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
The Customer Development
Process
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
Pivot

36. A Pivot is the change of one or
more Business Model Canvas
Components

37. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
The Pivot
• The heart of Customer Development
• Iteration without crisis
• Fast, agile and opportunistic
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
Pivot

38. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
Pivot Cycle Time Matters
• Speed of cycle minimizes cash needs
• Minimum feature set speeds up cycle time
• Near instantaneous customer feedback drives feature set
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
Pivot

39. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
The Customer Development
Process
Customer Discovery
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
Bus Model
Canvas
Extract
Hypotheses
Test
Problem
Test
Solution
Pivot or
Proceed

40. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
The Customer Development
Process
Customer Validation
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
Get Ready
to Sell
Sell, Sell,
Sell
Positioning
Pivot or
Proceed

41. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
Lets have a deeper look on
How to Size the Opportunity
Idea
Business
Model(s)
Size of the
Opportunity
Customer
Discovery
Customer
Validation

42. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
Market/Opportunity Analysis
How Big is It?: Market/Opportunity Analysis
 Identify a Customer and Market Need
 Size the Market
 Competitors
 Growth Potential

43. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
How Big is the Pie?
Total Available Market
Total Available Market
• How many people would want/need
the product?
• How large is the market be
(in $’s) if they all bought?
• How many units would that be?
How Do I Find Out?
• Industry Analysts – Gartner, Forrester
• Wall Street Analysts – Goldman, Morgan

44. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
How Big is My Slice?
Served Available Market
• How many people need/can use product?
• How many people have the money to
buy the product
• How large would the market be (in $’s)
if they all bought?
• How many units would that be?
How Do I Find Out?
• Talk to potential customers
Served
Available
Market
Total
Available
Market

45. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
How Much Can I Eat?
Target Market
• Who am I going to sell to in year 1, 2 & 3?
• How many customers is that?
• How large is the market be
(in $’s) if they all bought?
• How many units would that be?
How Do I Find Out?
• Talk to potential customers
• Identify and talk to channel partners
• Identify and talk to competitors
Total
Available
Market Target
Market
Served
Available
Market

46. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
Market Size: Summary
 Market Size Questions:
 How big can this market be?
 How much of it can we get?
 Market growth rate
 Market structure (Mature or in flux?)
 Most important: Talk to Customers and Sales Channel
 Next important: Market size by competitive approximation
 analyst reports are great
 And : Market research firms Like Forester, Gartner

47. To Conclude

48. To Reach Competitive Startup
Which creates Wealth.
You must put time and effort
To build your Business Model
Which is equal or greater than, what you have done
To build your technology
Idea
(Inventio
n)
Team
Busine
ss
Model
Wealth
Creatio
n

49. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
Recommended Resources and
Readings
 Books
 Business Model Generation: http://www.businessmodelgeneration.com
 The Four Steps to the Epiphany:
http://www.amazon.com/gp/product/0976470705/ref=as_li_tf_tl?ie=UTF8&tag=wwwsteveblank-
20&linkCode=as2&camp=1789&creative=9325&creativeASIN=0976470705
 Crossing the Chasm: http://www.amazon.com/Crossing-Chasm-Marketing-Disruptive-
Mainstream/dp/0060517123/ref=sr_1_1?s=books&ie=UTF8&qid=1349623397&sr=1-
1&keywords=crossing+the+chasm
 The Innovators Solution: http://www.amazon.com/Innovators-Solution-Creating-Sustaining-
Successful/dp/1578518520/ref=sr_1_1?s=books&ie=UTF8&qid=1349623444&sr=1-
1&keywords=the+innovators+solution
 Customized Management of Technology: http://www.amazon.com/Customized-Management-Technology-
Tarek-Khalil/dp/0073228982/ref=sr_1_1?s=books&ie=UTF8&qid=1349623481&sr=1-
1&keywords=Customized+Management+of+Technology
 Steve Blank Online Resources
 Steve Blank Online Website: http://steveblank.com
 Steve Blank Online Course Syllabus: http://www.slideshare.net/sblank/tagged/syllabus
 Steve Blank Online Free Course “How to build a Startup”:
http://www.udacity.com/overview/Course/ep245/CourseRev/1

50. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
About Motaz Al-Agamawi
Motaz Al-Agamawi is an information technology professional with ten years of
combined experience as a technology commercialization expert and entrepreneur.
As of today Motaz is a Board Member in Information Systems International Services-
ISIS and Arabic Information Systems- INFO ARAB, Founder of IB- Interneting
Behavior a startup company. Prior to that Motaz was the Vice President for Business
Development in ISIS. During his professional career he was able to commercialize
technologies to several fortune five hundred companies.
Since 2009, Motaz has conducted several undergraduate and professional training
courses focusing on entrepreneurship, innovation and management of technology.
He has also mentored several startups and many of them has succeeded to close
venture deals and won international entrepreneurship awards. One of those
companies has won the second prize in the Idea to Product international context in
2012. Motaz consider himself a technologist, who has the adequate knowledge and
experience to propose and customize the adequate technologies to serve the target
customer segment business objectives and strategies.
Motaz is holding a B.Sc. in Computer Science and expected to complete his M.Sc. in
Management of Technology in Spring 2013. He has received several awards

51. Business Model Design By: Motaz Al-AgamawiFor Competitive Startup
51
thank you…
51
For More Information and Further Discussions
Al-Motaz Bellah Alaa Al-Agamawi
Email: magamawi@gmail.com
Linkedin Profile: http://www.linkedin.com/in/motazalagamawi
It will be my pleasure to continue the discussion with you through:
SlideShare Profile:
http://www.slideshare.net/magamawi